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Added for You - Features Are The Way NOT To Sell - Benefits Win Business
Advertising is the lifeblood of any business. If you do not learn how to advertise your products and services both efficiently and effectively, you won't be in business long. While the Internet has lessened or eliminated many of the costs normally associated with starting and running a small business, and it's now easier than e
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is
How Can You Drive Traffic to Your Website?If you are a small business owner, you may have heard talk about SEM (search engine marketing). If you are like many business owners, you have found the work required to drive traffic to your site a little overwhelming – building links, email marketing, paid inclusion, pay per
Customers buy BENEFITS – so try to to SELL them, because it's BENEFITS that justify expenditure (of time, money, and effort).
For example: The handle on that mug on your desk is a FEATURE.
The BENEFIT is the ability to enjoy hot coffee without burning your hand.
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is
The revolution of young top-managers and “young billionaires” is one of the most appreciable signs of the "new economy". The stereotypes fall and new styles of management with a new business philosophy arises. Every respectable company in the world is looking for these kinds of managers today. But to find them becomes difficult. If
For example: The handle on that mug on your desk is a FEATURE.
The BENEFIT is the ability to enjoy hot coffee without burning your hand.
Sometimes thought to be old fashioned, A&P believe that features and benefits analysis still forms the basis of a sales proposition
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is
Some companies that use direct mail to sell their products and services are like the blind man in the dark room looking for the black cat that isn’t there. They repeat the same mistakes, and enjoy the same poor results. Here are their eight most common misdemeanors, and a cure for each.1. Wrong list The most important pa
When asked, how many salespeople can define the real benefit that a certain feature or property of their product provides?
The phrase we use to turn a feature into a benefit is ‘Which means’
It works like this
The coffee mug has a handle on the side
Which means
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is
Engineering can best be described as the application of science to the needs of humanity. This is accomplished through the application of knowledge, mathematics, and practical experience to the design of useful objects or processes. Engineers devise new processes, operations, and machines, and advance the capability, and presentatio
You don’t burn your fingers when picking up the hot coffee mug
However quite often, when using this simple analysis tool of ‘which means’, the feature of the product is only turned into another feature
An example:
The computer has 20 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is
There are many things you can and will do along the way to building your business, but few things will have the impact on your business as that of building your relationships.Some think because you don't "see" your viewers - customers, you don't have to "interact". In fact most of your business is conducted using web sites
Which means
You can store many large files on the computer
This on the face of it might seem to be a benefit, but this benefit statement assumes that the prospective customer knows about the problems of file storage on computers.
What is needed here is the salesperson to go to the next stage and maybe beyond to describe the real benefit to the prospect.
Maybe something like this:
The computer has 80 megabytes of storage on its hard disk
Which means
You can store many large files on the computer
Which means
You don’t have keep downloading files to other storage devices for archiving
Which means
You don’t have to spend time on the archiving process
Which means
Less time wasted on computer housekeeping
Which means
More time available for profit making business activities.
The final benefit statement, actually produces a money element into the process, and this could be regarded the only final benefit for business users.
Finally, look at the feature again, and see if there are any other benefits from the feature.
A benefit might be obtained by thinking about the number of storage disks saved, the cost of buying a new PC or hard disk if the alternative is a PC with a small disk.
This gives a clue to finding the real benefit of a feature. If you take that feature away from the product, what problems are
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